Estimating that Gaylord had arrived at the office, Xiao Yi dialed his phone.
Receiving Xiao Yi's call, Gaylord was a little surprised, not expecting this salesman to be so persevering. In fact, he had already seen the offer yesterday, and the price was 10 points higher than their target price, so he just looked at it and deleted the email without even downloading the attachment. Considering the actual situation, he did not intend to waste time, nor did he intend to give the other party any hope, so he directly told Xiao Yi that her price was too high and the company was too small, so it was not a supplier they considered cooperating with. I'm going to hang up the phone when I'm done.
In the face of this result, Xiao Yi made sufficient psychological preparations. She knew that she was not dominant in any way at the moment, nor did she expect the guests to be interested in her first offer, so when she heard the guests explicitly reject her, she did not panic at all, and there was no hint of disappointment in her tone, but still politely said: "Thank you for your time Mr. Gaylord, but I want to ask you for a favor before hanging up the phone, I don't know if it will take up your time for a minute." Gaylord was a little strange, but still said out of courtesy: "Happy to serve." ”
Xiao Yi said slowly: "You are the first French customer I know, and I have always had some special expectations and confusions about France, and these expectations and confusions all originated from a small town called Grasse. So, I would like to ask you a question. ”
Gaylord's tone was much friendlier and asked, "Is it about Glass itself?" ”
Xiao Yi said, "No, but it has something to do with Glass." Many years ago I read a novel that takes place in Grasse. I still remember a phrase in the novel that 'smell has the same power of faith as words, images, emotions, and wills.' After reading the novel, I have a deeper understanding of this sentence. I noticed that your city is in Nice, and the geographical distance between Nice and Grasse is not far, Grasse as the perfume capital of France, there must be some very good perfumes there, and I am a perfume collection fan, do you have anything to recommend? ”
Gaylord said with interest: "Glass is a lot of good perfumes, and the ladies prefer Chanel 5." If I recommend, I suggest you can try Frigonard, which is a very nice perfume. Also, you said that the statement about smell quoted, I guess you also liked Patric Suskind's Perfume, in fact, I also agree with this sentence. ”
Xiao Yi said: "This sentence has actually been running through the entire book, but it is not until the end, seeing people's madness in front of the fragrance, that you can deeply understand its meaning." ”
Gaylord said: "Deeply empathetic, why do you like this novel? ”
Xiao Yi said: "Because I was interested in perfume, but later my interest in this novel exceeded that of perfume itself, and I am now more interested in the way of making incense." Do you have any objections to the methods of making top perfumes mentioned in the book? ”
Gaylord laughed on the other end of the phone: "Most of the incense making methods in the book are correct, and those fabricated plots are believed that you also know that they are fake, but to make a top perfume, the process is indeed very complicated." ”
Xiao Yi asked curiously, "How complicated is it?" ”
Gaylord said: "It is a long process from material selection to refining essential oils to blending, my mother is a perfumer, and I used to see how she made one perfume after another. She also taught me the magic of smell. ”
Xiao Yi was secretly happy in his heart, and originally only planned to talk to him about "Perfume", but he didn't expect that the other party's mother was actually a perfumer, so he immediately asked: "Then can you help me talk about the perfume process?" Maybe I'll start mixing perfumes when I put down the phone, and there are dozens of different perfumes here. ”
Gaylord seems to be very fond of talking about perfume making, and he is excited to tell the story of how he watched his mother perfume in the laboratory as a child, as if recalling a beautiful past. From time to time, Xiao Yi inserted some questions prepared before, and the other party was naturally happy to answer.
Time passed unconsciously, and by the time Gaylord had finished answering the last question, Xiao Yi looked at the time, and the call had been on the phone for 59 minutes.
When saying goodbye, she said sincerely: "Thank you very much Gaylord, I don't know what language to use to describe the mood at this time, I was going to talk to you about business today, but I didn't expect us to do an in-depth discussion on another topic, it is really impermanent in life." ”
Gaylord said happily, "Yeah, I'm happy too, and I haven't talked to anyone about perfume since my mother died." ”
Xiao Yi said: "Well, let's keep in touch, maybe I'll write you an email or call again soon, because I decided to start trying to perfume myself this evening." By the way, regarding your order, from the perspective of a bystander, I judge that you should have a hard time finding a factory that meets your requirements. ”
Gaylord immediately asked, "Why?" ”
Xiao Yi said: "First, your number is too large, the general factory does not have such a strong strength to take orders, so you can only find between large factories, so that your choice space becomes smaller; second, or your number is too large, it is difficult to make the factory believe that the order is real, they at most think that you are just using the quantity as a pretext to negotiate the price with them; third, you said that my price is about 10 points higher than your target price, but I know that my price is normal in the Chinese market. If you're going to find a 10-point discount, you have to convince the big companies of your choice. But the current situation is that you can't prove the authenticity of the order, so it's more difficult to break through on the price. I guess the main issue you're facing right now is also price, right? ”
After listening to Xiao Yi's analysis, Gaylord suddenly realized: "This should be the crux of the problem, so how can I convince the factory that the order is real?" ”
Xiao Yi said: "Fly to China and interview with the factory. ”
Gaylord said with embarrassment: "Generally going to China is mainly factory inspection, and now the two factories that have entered our sight have been determined, and their strength does not need to be inspected on the spot, and the problem now is that I can't leave the company for the time being." ”
Xiao Yi said, "Then can someone negotiate on your behalf?" Because only the people of your company appear in front of the factory can show your sincerity and the credibility of the order, and they will really pay attention to your order after they believe in you. If only you had an office in China, it would be a direct reflection of your company's strength and the authenticity of your orders. ”
Gaylord said, "Edith, you're a smart salesman, so can you help me talk to the factory?" If one of the two factories eventually accepts our terms, I promise to give you a commission of two dollars each. ”
Xiao Yi said: "To quote your original words: 'Willing to serve', but you have to show me the emails exchanged with these two factories, so that I can better talk to them." There is a saying in China called 'Know yourself and know the other, and never lose a hundred battles'. ”
Soon, Xiao Yi received an email from Gaylord, and she read the email carefully, knowing in her heart that she had made up her mind about the next negotiations with the factory.
About the author: Ran Lingyan, known as Tess teacher in the jianghu, has been immersed in the foreign trade circle for more than ten years, witnessed all kinds of clouds and tricks in the circle, so she has become sometimes black, sometimes very two; love history and philosophy, "Dream of the Red Chamber" ashes fans, Xi Jing, living alone animals, rejecting all social activities, occasionally part-time fortune teller or hypnotist.
Tess Foreign Trade Club: a platform for foreign trade salesmen to solve questions and answers for free; a platform to share life and work insights, welcome everyone to submit to [email protected], let your experience help more people, let your voice pass to more people's hearts.
